Case Studies

Solution: Turfline International required a significant and proactive marketing and sales plan to help increase revenue and profits. After a thorough analysis which included focus groups, shadowing, and customer surveys, interviews and assessments, We found that Turfline required:

• Differentiation in the marketplace
• Increased lead generation
• Value to the supply chain
• Efficiency in order fulfillment
• New service and product strategy
• Client retention and communication of product value

First we developed a consistent, clear and interactive dialogue with Turfline distributors. We also distinguished large distributors from smaller ones and ensured that high-generating vendors received attention and discounts based on sales. More importantly, we established account representative for personal attention and service.

Once relations with distributors were stabilized and improved we then focused internally. We created an account management profile, account territories and descriptions and a formal sales and marketing training program based on overall strategic requirements?. All representatives were then introduced to CRM systems, trained and held accountable for revenue and client retention.

Results: The program has vastly increased the sales and service at Turfline. The firm reestablished itself from market bleeder to a market leader. Now a streamlined sales organization with increasing sales performance exists. Profits have increased by 15% and client loss? Distributor attrition is down to 5%. Sales orders are fulfilled within 48 hours and relations with distributors have dramatically increased.

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Solution: We designed and implemented programs for its professional and selling development program in the areas of innovation, behavior change and professional conduct. Our detailed analysis determined that representatives required discipline in:

• Differentiation in the marketplace
• Increased lead generation
• Customer relationships
• Account management
• Industry and competitive analysis
• Client preparation and analysis
• Thorough client needs analysis
• Clear and consistent closing techniques
• Territory goal management
• Accountability plans

Results: Those programs have been provided for individual contributors on a regular basis. Within the first several days of the programs sales representatives experienced quicker closing ratios. Gap analysis illustrates a closure rate of 76% up from 27% and lead times down to 40%. In fact, one week after workshop completion one representative closed his largest contract.

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Solution: We designed a program that helped to develop greater emphasis on customer service and relationships, and a return to business results that end competitive threats.

To understand volatile areas we carefully analyzed personnel, procedures and processes. Using our Fast Track™ analysis, we were able to quickly identify personnel strengths and limitations and procedural issues.

We administered an assessment to identify traits associated with communication, behavior, work ethic and work style. We then developed a three month program that covered fundamental communication productivity and accountability skills. More importantly, our approach took minimal time away from production so that there was no negative impact to productivity. All work was completed on site so that employees saw immediate application to their daily business processes.

Results: The Fast Track Programs™ has vastly increased the level of internal and external customer relations and support. Since inception, call volume increased by 22%. Dissatisfied client calls deceased by 15% and employee attrition dropped from 20% to 8%. We worked with upper management to alleviate management attrition and employee workplace stress. The client continues to report production increases and has included periodic training in ongoing management objectives.

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